TY  - JOUR
AB  - Since the mid‐1960s scholars have sought to better understand the issues which affect the effectiveness of buyer‐seller interactions. While much progress has been made, existing knowledge is rather scattered and disjointed due to a lack of integration. Assesses the contributions of various research frameworks and incorporates them into a comprehensive model of the buyer‐seller relationship. Of particular importance is the model’s focus on the interaction environment of the buyer‐seller relationship. Provides a discussion and rationale for the variables included in the contingency framework and discusses the implications of the proposed model.
VL  - 11
IS  - 3/4
SN  - 0885-8624
DO  - 10.1108/08858629610125478
UR  - https://doi.org/10.1108/08858629610125478
AU  - Wren Brent M.
AU  - Simpson James T.
PY  - 1996
Y1  - 1996/01/01
TI  - A dyadic model of relationships in organizational buying: a synthesis of research results
T2  - Journal of Business & Industrial Marketing
PB  - MCB UP Ltd
SP  - 63
EP  - 79
Y2  - 2024/04/25
ER  -